Sr Solution Sales Executive, Customer Workflows - CA State & Local Government - job 1 of 3

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The Customer Workflows Solution Sales Executive will oversee State and Local Government market success of ServiceNow's CX, FSM, Source to Pay and related Customer Workflows solutions to California State & Local Government (SLG) clients. These products are built on our market leading Service Management platform and create a single source of truth that allows enterprise processes to execute with uniform information.

What you get to do in this role:  

The Solution Sales Executive supports the strategy and solution win for Customer Workflows growth within SLG territory of CA. Responsibilities/activities can vary by solution area given coverage capacity.

• Drive net new opportunity and growth of Customer Workflows within territory 
• Support CA SLG territory strategy and planning to improve vertical agreement, account use case targeting and execution
• Provide input and domain expertise to CA Core Regional Sales Leader and AE team during the account planning process based on territory strategy and recommendation
• Ensure recommendation to territory strategy and account planning is aligned with Now Value principles
• Support customers to envision the value of a digital transformation and support development of strategy by partnering with rest of account team, customer and partners.
• Interlock with core Solutions Consulting & Customer Workflows Solutions Consulting on Capability Roadmap for feedback and agreement 
• Coach core AEs, ADRs, ACE with foundational specialty solution area knowledge to identify specialty solution opportunities and help drive net new opportunities and manage the sales cycle
• Customize the time allocation of responsibilities to the needs of the territory and account team and celebrate successes
• Champion diversity and belonging to contribute to an open and inclusive environment

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.
• Current location in Southern California with flexibility to travel across the south of the state to attend internal/external events as needed
• History of achieving sales targets 
• 7+ years knowledge and demonstrated success selling to SLG (So Cal  SLG strongly preferred)
• 3+ years knowledge and demonstrated success selling Customer Workflows related software solutions 
• Demonstrated success closing new logos in SLED vertical
• Experience as a SLG Specialty Sales AE, SLG Core AE, or closely related SLED sales role 
• Past success collaborating within matrixed sales environment  
• Deep understanding of SaaS/Software Sales, SLG sales, and business sales processes
• Bachelor's degree in business, marketing or related discipline
• Travel required: 30-50%

For positions in this location, we offer a base pay of $123,000-203,450, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. 

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

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If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

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